RealTown's RealTalk

I have been getting many requests as to where I get my postcards, what is on them, what my plan is etc. after I posted my response to Jim’s request - which was better postcards or letters?  Rather than email everyone a separate email here are my replies:

I order my postcards from either Sparrow & Jacobs or Color for Real Estate. I have also done some cards at my local quick printer.

I hand address every postcard.

I mail the first card the first day the listing shows up on the expired list.

I am still working out the details of my follow up mailings, so that has been very informal (ie when I have time to do it). I work as part of a two person team and we have just purchased the Real Estate Champions Expired package from Dirk Ziegler. We are about a third of the way through it so far, and I think by the end of this week we will have our follow up plan completed.

I want to start calling people, but I am still working out the details on the DNC.

As far as what we have on the postcards, we simply explain that their property has expired in the local MLS and if they are looking re-list with full-time professionals who are current on technology but still believe in good customer service then to give us a call. Don’t put a lot of “I am the best agent out there” on the card. They are hearing that from everyone. Tell the folks what you can offer. They care about what you will do for them, not what you think you are.

I think one of the most important things with the postcard – you need to pick a card and verbage that will set you apart from all the other agents in your area. I would not suggest buying an expired postcard with the verbage that is listed in the catalog. (and yes I did do this when I first started – trust me this does not work) If you do then your postcard will be exactly like every other expired postcard the sellers receive. Pick a postcard that appeals to you, a funny comic, a local scene whatever works best for your area. Certainly what I use here in little ol’ Glens Falls is not going to work in a large metro area. And vice versa- the slick ad campaign I am sure you need to do in a metro area would turn off most of the folks in my area.

If you choose to work expireds the important thing is to find what works for you, in your area. In my area, for me it is postcards. In some areas a personal visit might be best or a phone call or a letter. Try some different things; ask your broker what he/she has done in your market. And be prepared for this to be an ongoing component of your real estate career. As I said originally, this is not a one and done kind of thing. You need to make your plan and commit to following your plan.

Good luck to everyone in 2008.

Kris Coutant
            Balfour Realty
            Serving Upstate NY - Warren, Washington
                and Saratoga Counties          
            kriscoutant@roadrunner.com